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Five Levels of Success – Which Level Are You On?

January 29, 2016

Business handshakeIn a recent Beyond Insurance survey, 43% of respondents said that communicating the value of their unique risk advisory process is a top priority in 2016.  Other top priorities included improving a criteria filter to better qualify prospects and strategies to benchmark customer loyalty.

Although you may be planning to focus strategically on your process and activities directly related to it, you must be aware of a dramatic shift in customers’ buying mentality.  According to research presented in the Harvard Business Review, successful sales professionals must develop flexibility in their approach to prospective clients and rely on keen insight and superior judgment to produce results.
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Be Thankful for Your Golden Goose Referrals!

January 27, 2016

“Dollar Egg” by digitalartIn one of Aesop’s fables, a farmer and his wife had a goose that laid a golden egg every day.  The delighted farmer soon became rich by selling the golden eggs.  Eventually, the farmer and his wife grew greedy, and thinking to get all the gold the goose could give, they killed her and opened her up…only to find nothing.  Their greed ultimately deprived them of the golden eggs that the goose laid day after day.

Dr. Denny Coates, psychologist and author, revised the fable for today’s businesses:  Read more…

Fresh-Start Moments Can Help You Achieve Your Goals

January 19, 2016

“Goal” by jscreationzsIn the Reach Your Peak program, producers learn the importance of creating visions and setting goals for success.  They are taught to use Performance Map 365 — a tool that helps them design and build roadmaps for success based upon their future vision of success supported by goals.

In recent weeks, Beyond Insurance has received numerous calls from agents and brokers asking for tips for staying on track and keeping their resolutions.  In most cases, the well-intentioned agent or broker has goals but stopped focusing on them as their daily activities get in the way of their highest priorities. Read more…

Six Ways to Influence Clients and Prospects with your Hands

December 22, 2015

ID-100234441The International Society for Gesture Studies (ISGS) discovered that people who gesture during client and prospect meetings develop more rapport and trust. They’re seen as warm and open rather than stuffy, boring or shady.

Try the following six tips: Read more…

How to Create a More Effective Client Proposal

December 15, 2015

“Plan Button Shows World Wide Web And Formula” by Stuart MilesWhether you want to turn a prospect into a new client or retain an existing one, proposal preparation is an opportunity to map out how you deliver first-rate insurance, HR, and risk management solutions.

In the flurry to submit a bid, many well-intentioned agents and brokers miss the chance to develop a relationship by creating an effective service plan within their proposal.  These agents and brokers have fallen into the Commodity Trap.  They have dozens of competitors whom the prospect believes delivers similar services or products.  Read more…

Three Ways to Increase Success during the Holiday Season

December 9, 2015

 “Snowflakes Crystal Under Light” by Rattikankeawpun “Being a good human being is good business!” – Paul Hawken, Founder, Highwater Research.

Right now, during the busiest part of the year, business leaders are more stressed and impatient than usual.  They are in a rush to finish 2015 successfully and create a plan to jump start the new year.  This gives you an excellent opportunity to think about how you can help these individuals solve their end-of-year challenges and start the new year with strategy and focus.

Try these 3 tips to help your clients de-stress:

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The Attitude of Gratitude…Thanksgiving 365 Days a Year

November 18, 2015

ThanksgivingAre you looking for a path to elevate your physical, financial, relational, mental and emotional capabilities?  How about gaining a higher level of control over your environment, personal growth, purpose in life and self-acceptance?  And to live each day with more happiness and a lower level of stress?  The answer may surprise you.  It is the attitude of gratitude.

So, what is gratitude?  Dan Sullivan, Founder and President of The Strategic Coach, offers the following definition:  Read more…

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